They are all simple and cost effective to implement once you know what to do and how to do it. By bridging the gaps in your knowledge we can show you how to get the most out of any of these approaches, no matter how large or small your business. B2B lead generation is something we must do well in order to grow our business and approaching it systematically increases your success.
Sales and marketing need to talk the same language. Sales need to be clear on what they are prepared to accept and Marketing needs to carefully set expectations around what stage a prospective customer is at – and what still needs to be done to progress and close.
Many B2B marketers spend a lot of time, metaphorically, pouring water into leaky buckets. Rather than fixing the bucket (the marketing funnel), they pour more water (traffic) into the bucket to try and keep it full. This is a sure recipe for inflated acquisition costs and below-average results.
The biggest culprit here are your landing pages and, in particular, your forms. Forms separate your leads from non-leads, and have a huge impact on your conversion rates and overall lead generation results. If you haven’t already, I’d recommend optimizing your forms – or using a tool like HubSpot to ensure that you’re not leaving leads behind from your marketing campaigns.
Often times companies just don’t know which verticals or accounts they should be calling into.
There’s a slew of predictive tools on the market which promise to help identify those with high propensity to buy. Some are better than others – but none will work without a solid methodology to approach and convert.
When potential customers are looking for service providers or products, they usually pull up Google. When they search, will they find your company or your competitors’?
SEO is a good strategy to attract sales-ready prospects because you can target search terms that people typically type in when they’re ready to buy.
You can also use SEO to attract prospects who are not as far along in the buying journey — they’ll find your content, and you can then capture their email addresses and nurture them toward becoming customers.
A highly effective step by step strategy that deals with the single most common and frustrating problem for anyone in business: the problem of gaining access to the correct audience.
No other skill is as directly connected to your ability to achieve success as the skill of getting in to see the right people. Utilize, build, and maintain your relationships within your network. They are a significant asset in helping you reach people.